Scaling B2B Sales Growth

How CROs Build a Scalable B2B SaaS Sales Machine

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How is a CRO (Chief Revenue Officer) Different From a VP of Sales?

In a nutshell – a Chief Revenue Officer (CRO) is responsible for figuring out how to grow sales revenue at the company.  Thus, a CRO is the “CEO” of the entire “Revenue Engine” of the company that they must lead in a profitable and economical way. The CRO runs the…  Read More >

Category: CEO/ CRO - Chief Revenue Officer/ PE - Private Equity/ Sales Management


Dated: June 26, 2020

Sales Management: Enterprise Field Sales vs. Inside Sales

I wanted to share the differences as well as similarities between the more complex and longer-cycle Enterprise Deals vs. Mid-Market deals where as the first type requires more Field Sales (and project-managing the complexity) while the second has more of an Inside Sales motion. It’s obvious that Mid-Market Deals have…  Read More >

Category: CRO - Chief Revenue Officer/ Sales Management


Dated: March 22, 2020

Leading Teams – Decisions by Consensus vs. Conviction

To have an effective decision-making process as a CEO or a CRO, you don’t want to lead with consesus. I like what David Cancel, CEO at Drift, says about consensus: “Seek Feedback, Not Consensus.” One of Drift’s Leadership Principles is: Seek feedback, not consensus. “Seek feedback to get to the…  Read More >

Category: CEO/ CRO - Chief Revenue Officer/ Leadership


Dated: May 23, 2018

Revenue, Inc.

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About Me

Zorian is an EVP of Sales / CRO with experience serving on executive management teams of several successful, global and rapidly growing software companies with revenue ranging from $10 Million to $100 Million in revenue (growing 100%+ annually). This blog is meant to share insights and experiences with other CEOs and Sales Leaders about modern sales management and insights to rapidly scale sales revenue.

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